Director, Commercial Operations & Enterprise Accounts

The Director, Commercial Operations & Enterprise Accounts is a senior commercial leader responsible for designing and executing the company’s enterprise go-to-market engine. This role integrates enterprise business development, channel strategy, and revenue operations into a unified, data-driven system that drives predictable, scalable revenue growth.

Reporting to the Vice President Commercial, this leader will operate as a strategic partner to commercial leadership, translating growth strategy into execution across sales, marketing, and customer success.

This role carries enterprise-wide influence, leads cross-functional initiatives, and is accountable for delivering measurable commercial outcomes aligned to near and long-term objectives.

Key Responsibilities

1. Enterprise Growth Strategy & Execution

• Define and execute enterprise account growth strategies, including new logo acquisition and strategic expansion within key accounts
• Lead and scale enterprise business development teams, driving pipeline creation in priority verticals
• Identify new markets, partnerships, and routes-to-market to accelerate long-term growth
• Align enterprise strategy with corporate policy deployment and growth objectives

2. Channel Strategy & Performance

• Own enterprise channel strategy (distributors, partners, national accounts)
• Design scalable channel frameworks to drive revenue growth, coverage, and customer penetration
• Establish governance, performance metrics, and incentives to optimize channel contribution
• Partner cross-functionally to align channel strategy with product, pricing, and customer needs

3. Revenue Operations Leadership

• Build and lead a unified revenue operations capability spanning: 
  • Pipeline management
  • Forecasting & analytics
  • Territory planning & account segmentation
  • Sales process and productivity
• Deliver accurate forecasting, performance insights, and operational rigor to improve decision-making
• Design and implement scalable systems, tools, and processes that improve sales effectiveness, being a visible champion and change agent for AI solutions

4. Fortive Business System (FBS) Leadership

• Apply FBS principles to drive continuous improvement, standard work, and operating discipline across the commercial teams
• Lead kaizen initiatives to improve commercial processes, data accuracy, and execution speed
• Establish operating rhythms (daily/weekly/monthly) tied to performance metrics and accountability
• Act as a change agent, embedding data-driven decision-making and operational excellence across the organization

5. Cross-Functional Leadership

• Partner with Sales, Marketing, Customer Success, Product, and Finance leaders to align strategy and execution
• Act as a trusted advisor to senior leadership on growth strategy, performance, and investment prioritization
• Influence decisions across a matrixed organization with high executive visibility

6. Team Leadership & Talent Development

• Build, lead, and develop high-performing teams across: 
  • Enterprise business development
  • Channel management
  • Sales / revenue operations
• Establish clear goals, accountability, and performance management frameworks
• Develop next-generation commercial leaders aligned to Fortive leadership expectations
• Drive a culture of ownership, continuous improvement, and results

Qualifications

Required:

• 10+ years of experience across enterprise sales, business development, channel management, and sales/revenue operations
• Proven track record driving revenue growth and scaling commercial systems
• Experience leading cross-functional teams in a matrixed environment
• Strong analytical and data-driven decision-making capability

Preferred:

• Experience integrating sales, marketing, and customer success into a unified revenue model
• Familiarity with CRM platforms (e.g., Salesforce), analytics tools, and AI applications in commercial workflows
• Experience in industrial, B2B, or technology-enabled solutions environments
• MBA or equivalent advanced business experience

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. 

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. 

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. 

At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.

Fortive: For you, for us, for growth.